Regardless of your business model, this intensive program will teach you how to design, develop, maintain and manage productive go-to-market relationships that create and sustain competitive advantage. You'll be guided by some of some of the most highly regarded authorities in the field and learn to use a proven framework to synergize marketing and sales efforts, explore emerging technologies for increased efficiency and build productive, mutually rewarding relationships with channel partners and customers.
This program delivers high-value content and practical tools applicable across a wide range of channel structures and associated challenges: Consumer goods and services companies selling through wholesalers and retailers. Business-to-business firms working through independent distributors and sales representatives. Retailers seeking to improve efficiency in an increasingly competitive marketplace. Intermediaries seeking to preserve their role in an increasingly fluid channel structure.
Synergize your marketing and sales initiatives
Assessing Channel Benefit Demands
Optimizing Your Channel Structure to Meet End-Users’ Demands
Assessing Gaps in the Current Channel Strategy
Identifying and Managing Channel Conflict
Special Feature: Using the Channel Audit Toolkit
The Channel Audit Toolkit leads you through a full channel analysis. The handbook describes the audit process, while the workbook aids in the assessment of your channel design and operation. The toolkit is designed for use not just during the program but in your business afterward.
“Dr. Coughlan’s framework for understanding distribution and how to make management decisions has helped organize my thinking about the subject in a new way.”
VP/General Manager, IDEX Corporation, Greater Atlanta Area
“This is by far the best course I've ever taken on channel management. I highly recommend this course to channel managers seeking effective strategies to maximize the performance of their channel and the qualified service delivered to their end users.”
Global Channel Marketing Manager, Impinj, Inc.
“An intensely educational program providing more "a-ha moments" in 3 days than one may get in a lifetime.”
Global Sales & Market Development, General Cable
Please email or call us if you would like a personal consultation
March 12-15, 2017
Start: March 12 at 3:00 PM
End: March 15 at 11:45 AM
LOCATION: Evanston campus
Fee includes lodging and most meals